26 October 2025
Step 1: Start with a FACT
Begin with something your prospect absolutely believes — an indisputable truth.
It should be so obvious that no one can argue with it.
Example:
“As we’re sitting here today…”
Everyone agrees — it’s a fact. Instantly, we’re in rapport and agreement.
Step 2: Add Another FACT
Now, stack another truth your prospect completely agrees with.
Put the two together, and you’ve built common ground.
Example:
“As we’re sitting here today… we’re watching prices going up and up.”
Now your prospect is nodding and thinking:
“True — we’re sitting here, and yes, prices are going up. Inflation is terrible.”
Two facts in a row = instant credibility and trust.
Step 3: Introduce a Small Bit of NEW Information
Now gently add a new idea — something that feels logical and believable.
This gives your prospect a nudge to keep trusting what you say.
Example:
“As we’re sitting here today… we’re watching prices going up and up.
Well, there is a process where you can have investments that outgrow inflation.”
You’ve now guided your prospect smoothly from agreement to consideration.
A Gift for You
For our loyal Sunday Skills subscribers, we’ve updated our 12 mini videos with the latest word patterns — delivered in quick, one-minute bites every three days.
These short, magnetic skills will help you engage and connect more effectively with your prospects and clients.
A few people are already receiving these updates, and of course, you can opt out at any time.
Humour
Client: “I really trust my financial advisor.”
Friend: “That’s great! What makes you say that?”
Client: “He told me the markets might go up or down — and he was right!”
Until the next time, if you have friends who would like to get these newsletters, please send this link:
http://www.berniedesouza.com/coaching/professionals.aspx
Back
Tags
Comments
Sorry, comments are now closed.